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Selling from a Project-Based Perspective

During the spring and summer, many consumers visit home improvement stores in search of items to complete D-I-Y projects. One way you can set your store apart from the competition is by having a staff with the selling skills and knowledge to help customers shop for complete projects.

Focusing on selling from a project-based perspective in your store will increase customer service levels and positively impact your company’s financial success as well. Help your employees improve on using this selling technique by taking advantage of North American Retail Hardware Association (NRHA) Project PRO, an online training program available to members that teaches associates how to complete and sell D-I-Y projects.

Employees going through the program will learn how to complete 15 of the most common D-I-Y projects that your customers are shopping for. The course teaches associates how to answer the most frequently asked questions and how to best recognize customers product needs. After completing Project PRO, your associates will also know how to increase transaction sizes by using add-on sales and upselling techniques.

Learn more about NRHA’s Project PRO here. For assistance on getting started, contact NRHA’s member services department at nrha@nrha.org or call (800) 772-4424.

About Hilary Welter

As marketing and research coordinator, it’s Hilary’s duty to keep retailers informed about NRHA products and services and to help coordinate industry research projects. Additionally, Hilary is the voice behind NRHA’s and Hardware Retailing’s social media accounts. She appreciates a good book, spicy food, well-made horror films, craft beer and exploring new places near and far.

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